The Complete Agent Podcast 79. Valuations, Buyer Psychology & The Sales Shift You Can’t Ignore
4 snips
Aug 7, 2025 
In this insightful conversation, returning guest Simon Gates, a property market expert, shares his wealth of knowledge with hosts James Kendall and Ian Storey. They delve into the impact of rising interest rates on buyer behavior and discuss innovative strategies for property valuations. The trio emphasizes the importance of strong client relationships and understanding buyer psychology. With practical advice on negotiation tactics and proactive marketing strategies, this discussion offers valuable insights for anyone navigating the current real estate landscape.
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Winning Out-Of-Area Listings
- James Kendall won an out‑of‑area instruction by pitching superior marketing and presentation.
- He freestyled comparables and the seller said the valuation figure felt spot on.
Ask Seller Their Timeline
- Ian Storey asks sellers their timescale to separate serious movers from price‑curious prospects.
- He books valuation slots weeks ahead to create scarcity and lift conversion rates.
Use Scarcity To Qualify Leads
- James Kendall trains staff to refuse same‑day valuations to test seller attitude and priorities.
- Sandra used the builder analogy to show quick availability often signals lower quality.